Describe your business: Mid-sized manufacturer of custom work surface products. Sell through both a distributor network and a direct sales force. All products can be custom designed to user or architectural specifications. We sell throughout the states of Illinois and Wisconsin. Our products are known for their ruggedness and longevity.

What types of companies are your clients? Almost any, but most of our business is done with public libraries, high school libraries, and university libraries. We have the ability to manufacture work surfaces for other industries, but have not penetrated them to the extent as we have libraries.

At what level do you establish relationships with your clients? Typically, we sell to the board of a library. These people know the needs and specifications of library and its building or remodeling budget. At other times, we deal with purchasing in replacement orders.

What are your accomplishments? Designed and developed a high-wear work surface used throughout the Chicago Public School District. It is a high-wear work surface that stands up to graffiti and defacement. This saved the school district time and money as well as landing the company its biggest account. I developed the idea and was instrumental in selling it to the School District.

How can you help others? I have a broad range of contacts in the municipality, public school, and university markets. In addition, I have a mechanical engineering background. I can people who are looking at getting into the markets and industries that we currently serve. Or, I can help people with mechanical design issues as a mentor or as a sounding board for ideas.

What are looking for from a networking partner? My company is trying to break into the healthcare field and have had very little success. I need help in understanding how this industry buys, who the major players are, and how I can transfer my current market leadership into this industry. I already know who my competition is and I believe we have a better product. I just cannot penetrate the industry using the same techniques we use in our other markets